Director, Online Services

Being a traditional bank just isn’t our thing. We are big believers in innovating the banking experience because we believe Canadians deserve better options, and we challenge ourselves and our teams to creatively transform what’s possible in banking. Our team is made up of inquisitive and agile minds that find smarter ways of doing things. Overall we serve more than 370,000 people acrossCanadathrough Equitable Bank,Canada'sChallenger Bank™, and have been around for more than 50 years. Equitable Bank's wholly-owned subsidiary, Concentra Bank, supports credit unions acrossCanadathat serve more than 5 million members. Together we have over$100 billionin combined assets under management and administration, with a clear mandate to drive change in Canadian banking to enrich people's lives. Our EQ Bank platform ( eqbank.ca ) has been named the top Schedule I Bank inCanadaon the Forbes World's Best Banks 2023, 2022, and 2021 lists.
The primary focus is to lead and continually enhance the sales function at Equitable Bank and Concentra; significantly increasing penetration into the credit union market, maintaining/growing business with established credit union relationships and developing business with new credit union relationships.
The Director, Credit Union Services role is directly responsible for revenue growth and generation from credit union partners by developing and managing profitable business relationships across Canada with credit union partners.
This high producer will provide leadership and strategic direction to the Credit Union Services team members and drive revenue growth in the areas including but not limited to: deposits, strategic financial management, asset liability management, securitization, syndications, foreign exchange, registered products, trust and estate products and other new products and services that may be offered to credit unions from time to time.
This role is accountable for business generation, sales effectiveness, profitability, risk, and relevance to target markets of credit unions, corporate partners, regulatory bodies related to credit unions and other related COIs. This role is accountable for managing revenue levels and profitability.
This role also entails a level of leadership presence within the Equitable Bank and Concentra Trust. As a seasoned professional with technical skills and sophisticated client relationship skills, this role represents the values, integrity and competence of an ambassador to the credit union system. This role will be a liaison between the business line teams and the Credit Union Services team, which will complement each other in a coordinated approach to credit union services. Articulate and implement a sales strategy for credit union products and services, identifying, targeting and expanding credit union business relationships and deeper client penetration with existing clients/partners in the credit union system.
Responsible for driving profitable revenue growth within the products and services offered to credit unions and cooperatives.
Develop and manage relationships with credit union partners, credit union centrals and other centers of influence-to optimize business relationships, referrals and revenue generation.
Sophisticated knowledge of the credit union system in Canada, including understanding the provincial and federal regulatory frameworks.
Skills and ability to meet and win clients in direct meetings and through broad industry contacts and networks at a senior relationship level.
Counsel clients and provide actionable advice and appropriate business solutions at the strategic and operational levels that are relevant to credit unions and deliver value propositions to credit unions for the use of services and products offered by Equitable Bank and Concentra Trust.
Develop a rapport to understand and be responsive to credit union client needs.
Assist others in the area by mentoring and providing a level of expertise to build stronger relationships, and generate credit union business
Understand the products of balance sheet management, and the trust market and its impacts to the credit union system
Gather client and market knowledge to identify potential new or enhanced solutions needed by credit union clients
Lead credit union client events (webinars, client appreciation events, conferences, etc.) to recognize strong relationships and build engagement with new and existing credit union clients
Work internally with senior leaders across Equitable Bank and Concentra Trust.
Preparation of monthly executive style reports, preparation of material for inclusion in Board reports and creation of dashboards using available data and utilizing the data available to hone in on strategic opportunities with new and existing credit union clients.
Willing to travel across Canada to build credit union business
Develop and leverage strong relationships with credit union and related partners to ensure we are constantly delivering the best solutions we have to offer to our customers
Lead the Credit Union Services team
Coordinate multiple cross-organizational teams of business and product leads focused on building and supporting EQB/Concentra’s sales and product delivery.
Increase engagement of the B&C Segment of Credit Unions
Lead liaison efforts with business and product leads related to supply chain, pricing, marketing, and customer service to develop and execute plans, which will complement new and existing sales and marketing efforts.
Forecasting, financial and demand analysis, negotiation, pricing and distribution recommendations and solid understanding of product knowledge
Provide leadership and support to other company leaders in the development of a coordinated approach to credit union services across all departments, business units and lines of defense
Align the sales objectives with overall business strategy through active participation in corporate strategic planning, sales strategy development, sales resource planning and budgeting
Analyze sales data to provide accurate targets and forecasts, ensuring projections are in line with operational goals and overall company growth strategy
Constantly monitor the competitive landscape and market conditions to identify opportunities, issues, and risks
Capture market share, grow revenues and generate profitable business within all assigned channels and across all product categories
Develop and manage planning and execution of all major trade shows, ensuring customer experience is optimized and key sales objectives and revenue targets are met
proactively assess, clarify, and validate customer needs and satisfaction by engaging with accounts
Collaborate closely with Marketing team to develop collateral materials, sales tools and promotions that drive customer acquisition, retention and growth
Minimum 15 years of relevant experience in sales and sales management including -7-10 years selling experience in the retail and/or wholesale (B2B) sales channel
Experience leading changing in a direct sales force
Experience working with a pricing function, leading cross-functional efforts and financial management experience
Knowledge of the financial services industry and the co-operative system, including provincial and federal regulatory environments.
Working knowledge of Bank products, services, corporate and business unit strategies, and marketplace positioning.
Sophisticated knowledge of financial principles as it pertains to interest rate risk, liquidity, capital and profitability.
Strong knowledge of balance sheet management
Expert knowledge of the credit union system and factors impacting liquidity and profitability
Sales management experience and success in a multi-channel environment
Strong analytical skills with demonstrated ability to interpret data into actionable items
Ability to write executive level reports and prepare sophisticated presentations
Success in managing Key Accounts, and deals in the financial services industry
Experience leading, supporting and developing a team
What we offer [For full-time permanent roles]
???? Market leading RRSP match program
???? Medical, dental, vision, life, and disability benefits
???? Generous vacation policy, personal days and even a moving day
???? Virtual events to connect with your fellow colleagues
???? A fulfilling opportunity to join one of the top FinTechs and help create a new kind of banking experience
The incumbent will be working hybrid and in office time will be spent working from Equitable Bank’s additional office space located at 351 King Street East, Toronto, ON.
Equitable Bank is deeply committed to inclusion. In tandem with that commitment, we support and encourage our staff to grow not just in their career path, but personally as well.
All candidates considered for hire must successfully pass a criminal background check and credit check to qualify for hire.